Aligning sales strategy, sales skills and sales compensation -- Dave Neal

A company we are working with wants it's sales professionals to penetrate more large, corporate accounts.

The sales cycle for these accounts is obviously longer and more complex than other business opportunities they have worked in the past. The problem with the company's strategy is its sales team is paid on a 100% commission basis that is predicated on B to B daily transactions of buying and selling.

As a result the teams focus is immediate gratification of generating deals each and every day. To motivate sales professionals to change their focus a concomitant change must be made in compensation.

Additionally a reexamination of the skills necessary to engage in corporate sales would be advisable. Changes of this magnitude should not be undertaken without training and transition time to adjust potential compensation and skill short falls which undoubtedly will effect morale and performance. Good strategic planning can mitigate the potential downside of short term knee jerk changes.
Copyright © 2014 Dave Neal